Skip to main content


Probably The Most Important Sales Skill of All

Here is a 4-step process to help you hone your ability to sell successfully.
It doesn't matter how good your service, product, idea or vision is. It doesn't matter how smart you think you can be with your marketing. It doesn't matter how 'funtastically' charismatic and knowledgeable you are. If you can't close the deal, your business, your marketing and sales effort is just a waste of time and energy. The best way to learn essential sales skill is to understand how the good sales people prepare and close deals. Here is a four step process that a driven and hungry sales professional can follow:

1.  Start with the end in mind by "thinking like a closer."
The "great closers" of the sales world share these three characteristics:
They're prompt. When closers get a hot sales lead, they're on it immediately. If they sense the time is right, they close the deal, right then and there.They're persistent. When closers know that they've got …
Recent posts

Your 30-secs Elevator Sales Pitch is Dead... Fix it now!

The stinky, old and boring elevator sales pitch is dead. Yet, most sales people are still using it! Duh! 
Refer to these 4 tips to strategise and create a sales pitch that doesn't sound like it was written in 1900s.
"The elevator speech is dead, or at least it should be," says Cliff Suttle, author of The Anti-Elevator Speech. "Elevator speeches are too long, too boring, and too pushy."
Based on his sales training, he said, "Most sales trainer highlighted that an elevator speech is a pre-planned 30-second-to-two-minute response to the question 'So what do you do?'". Business people today have become hyper-sensitive to commercials. If anything even hints at being sales-y or fake sounding, people will tune out. "The goal of networking is not to gather sales leads, but to start genuine relationships and that begins with a conversation, not a sales pitch." says Suttle.
Suttle has created a system that replaces the old, worn-out elevator sp…

Making Optimum Choices in Life

I was asked by one of my business mentees I am currently mentoring, "How do I make the most optimum choice in life when I am bombarded with possibilities all the time?"Life is full of choices. This choice, that choice, both choice or none of the above. THAT's a whopping 4 choice!  Choice can open the door to a whole new possibilities, not only at cross-roads on our path in life, but in each moment, giving us access to the bountiful of possibilities with which we can paint our world any way we want it to be.  We can choose a new action, thought or feeling at any time, and create an entirely new reality as a result.  Every choice has an impact or consequence, to a greater or lesser extent, each one like a pebble dropped in a pond; the ripples, the ramifications, spreading out into your future and other areas of your life. Even one small choice made today that shifts your life by a minor degree can take you to an entirely different future than the one you are heading, opening …

The Science of Sales - How to Prospect Professionally

It was a busy Wednesday and I received a call from a Sales Manager from a software company who is prospecting me and called me for a sales appointment. His purpose of calling me is to meet me. When I asked for what purpose? He said, "I want to meet you to find out more about your business." I replied, "Ok, understood and for what purpose?" and he got stucked with no answer. 

I asked him, "Is that all? Is this how you sell? What is your results?". This guy became very uncomfortable and started apologising. 

Folks, if you are out there to create value for the world, selling is a skill you must constantly develop! Always research the person, company or industry before you call them and "KNOW WHY" you are calling them. Don't waste people's time! 

When you call a Prospect, communicate the intention of your call, request for meeting and share how you have helped people or companies in the past and if you could be of assistance to them. If they sa…

From Toilet Cleaner to CEO

On 22-April-2012, my entrepreneurship journey story was published by The Sunday Times in Singapore by Mr. Wong Kim Hoh

My Daily Motivational Process

People ask me fairly often how I've kept myself motivated daily and regularly post quotes every 2 ~ 3 hours for the past 2+ years that I've been using social media. It's quite simple actually. I begin every day with the following commitments:
1. Gratitude. Today I am thankful for all the wonderful things in my life: my sight, my voice, my hearing, my experiences, my brain, my existence, my health, my home, my family, my mastermind brothers, my friends, my colleagues, my customers, my business, my home, my mentees, my mentors, my advisers, my successes and, yes, my work. 
2. Creativity & Learning. Today I will seek opportunities to think and do something new and different and thereby changing the world for the better. I read positive quotes and schedule posting of those quotes that resonates with me. I also seek to learn at least 1 thing everyday. 
3. Planning & Prioritisation. I plan my day every morning before I leave home. I review all my projects, tasks, meetings,…

The 4 Essentials of Effective Leadership

I read this article written Mark Raciappa, ActionCOACH and I totally agree. His communication is clear, concise and it resonated with me. Mark says;
I remember a bumper sticker: “Either Lead or Follow—But Get Out of the Way!”
Interestingly, in my company, I say something similar and it goes like this "If you can lead, lead. If you can't lead, follow. If you cannot lead or follow, get out of my way!
Mark continued to write that, when our role calls for the former, here are 4 important things to keep in mind:1. Great leaders communicate. Realizing that good communication is a 2-way street, we must be responsible for our part. That being said, true communication is the response that you get. Whatever form you choose (verbal, mail, e-mail, etc), if you don’t get the outcome you seek (from a “willing” recipient), the responsibility lies with the sender. Great leaders confirm, gain commitment, and solicit feedback to improve the process.2. Great leaders make decisions. Far too ofte…

How Do YOU Know What You Said You Know?

I just received a newsletter article by Jim Cathcart dated 23/6/2010.

In the article, Jim shared that there is an organization called The Institute of Noetic Science founded by astronaut Edgar Mitchell. They study what it means to "know" something and how we know what we know.

Sounds like some high minded stuff eh? It's fascinating. For example: take something you know to be true. Then examine, how do you know it? Are you sure about it?

Jim says, here are some ways we conclude that we "Know":
Personal experience - we saw it ourselvesExpert testimony - we heard it from an authority
Scientific method - we tested it and proved itIntuition - we know it on an unconscious levelFeelings - our gut tells us it is soReason - we used logic to figure it out
None of these is a perfect source, all could be wrong. But the more we respect each way of "knowing" the more likely we are to reach a reliable conclusion.

So, the next time someone says "I know this…